Alliance Partnerships Manager

About the role

Join BILL’s Alliance Partnerships team to lead the go‑to‑market motion for existing ISV and App Marketplace partners and to build a pipeline of high‑quality referral opportunities. You will turn product integrations into active sales channels while identifying and onboarding new high‑fit ISV partners.

Key responsibilities

• Own monetization and referral activation of the existing ISV/App Marketplace portfolio, converting integrations into Sales Qualified Opportunities for Account Executives.
• Identify, prioritize, and negotiate commercial referral agreements with new ISV partners that match BILL’s ideal customer profile.
• Enable partner sales and success teams through onboarding, co‑sell sessions, and use‑case training.
• Generate and route SQOs, run quarterly business reviews, and build a repeatable ISV channel playbook.
• Collaborate with Partner Marketing on campaigns and co‑branded content, and act as the internal voice of ISV partners.

Required profile

• 3–5 years in channel partnerships, alliances, or business development with direct ISV or technology partner experience.
• Proven track record of activating existing partnerships and moving integrations to active referral production.
• Experience negotiating and managing commercial referral or co‑sell agreements end‑to‑end.
• Ability to travel approximately 25% of the time for industry events and partner conferences.

Required skills

• Proficiency with Salesforce for tracking partner pipeline and activity.
• Experience using account‑mapping tools such as Crossbeam or comparable platforms.

What we offer

• Competitive OTE ranging from $154,400 to $218,300 depending on geographic zone.
• Equity participation and sales incentive plans.
• Comprehensive benefits package: medical, dental, vision, life and disability insurance, 401(k), flexible spending & health savings accounts, paid holidays and PTO.
• Remote‑first work environment with optional office access in San Jose, CA and Draper, UT.